YOUR PROPOSAL CAN LEAD TO CONTRACT AWARDS

1. YOUR PROPOSAL CAN LEAD TO CONTRACT AWARDS Develop proposals that WIN Dr. Rhonda Sturdavant-Harris. PhD

2. Marketing • Focus on what services you will provide to the government • Know your customer • Building relationships with agencies • Build a good reputation with agencies

3. Opportunities • FedBizOpps – the website for reflecting and archiving federal procurement opportunities • Agency sites – information on their own websites • Information Solution providers – Consultation groups such as GovWin offer opportunities databases designed to help find projects before they are publicly announced

4. Contract Opportunities • Request for proposal – RFP require technical ability and price • Request for quote (RFQ) and Invitation for Bid IFB – the Government wanting to know your price

5. Contract Types • Firm Fixed price – the risk is on the contractor to deliver • Cost Plus – the government reimbursed for incurred cost, and there is an additional fee such as an incentive fee or fixed fee. • Time and Materials – the government reimburses for incurred cost at agreed pricing

6. Key Points • Review the solicitation to understand the Technical requirement and bases for award, LPTA or Best Value • Submit questions timely to receive answers that could affect your response to the RFP • Acknowledge all amendments • Review proposal before submission ensure all changes issued by amendment are incorporated, and submission requirement is complete

7. Price – Government agencies want to see that you have demonstrated price realism, which means doing the research and not over or under estimating the project. To do this, complete a pricing analysis on your own, including incumbent history, the competitive landscape.

8. A Winning Proposal • Communication strategy – Know what your key messages are and know how they will be communicated. Make sure your key messages align with the agency’s mission. • A strong management approach – How are you going to ensure efficient and effective operations, best practices, and success?

9. Past Performance – Are you able to demonstrate zero performance risk? Display your previous experience in accommodating needs similar to the agency’s • Transition planning – Prove your success rate in executing a seamless transition, from proposing to actually providing. Supply a detailed schedule and staffing plan, plus a statement showing your understanding and mitigation risks.

10. Selection • The Source Selection Evaluation Board (SSEB) reviews all proposals and there applicability to the requirement • Cost/price is reviewed by a cost analysis • A competitive range is established • The evaluation team chairman presents the results to the SSEB and the Source Selection Authority (SSA) with a recommendation

11. The SSA makes a decision to award or enter discussion • If decision is to enter discussion those contractors who are in the competitive range will be contacted • BAFO is requested and contract is awarded • The other possibility is award without discussion

12. If do not win the contract, request a debriefing • The debriefing will provide area in need of improvement in your proposal

13. Questions